How laidoff Fmcg salesman fight mood swings to remain market relevent
A Professional Fmcg Salesperson may recognize something that has triggered a shift in their mood, such as a stressful event at work. But it’s also not uncommon for mood swings to occur without an obvious cause. People may even experience changes in mood if they have an underlying mental health issue.
The “mood swing” phenomenon is a common concept used to describe rapidly and intensely fluctuating emotions. People often describe mood swings as a “roller coaster” of feelings from happiness and contentment to anger, irritability, and even depression
How does a laidoff fmcg salesperson deal with rejection?
If you’ve been selling for a while, know your stats. If, for example, it takes 50 calls to get to speak with 4 people and of the 4, 1 buys.
Now every time you call and don’t get to speak with someone, you are closer to getting to talk to 4 people & make a sale. So, look at every ‘no’ as getting you closer to sale, rather than as a rejection!
What are you doing to prepare your laidoff fmcg
sales team for rejection?
First – hire sales people that have a high tolerance for (emotional) pain. Don’t make your life harder than it has to be by hiring sales people that can’t handle rejection at all and trying to completely change them into rejection crushing sales ninjas. Most likely it’s going to be a waste of time/energy.
Second – focus on rejection metrics. What I mean by that is the simple math that tells you and your sales reps how many times they have to get rejection to get to a *yes*.
Example: 100 dials>>50 reaches>>35 pitches>>25 nos>>10 opp>>5 closes
Now you know that for every 5 rejections you’ll get 1 closed deal.
Instead of purely measuring # of closed deals per day you should measure the # of rejections that sales reps generate per day and reward them.
Have a rejection leaderboard. Have rejection benchmarks for your team.
This will reframe the topic of rejections in your team from something negative to something positive.
Third – give your sales reps easy tools to recalibrate how they feel about rejection. One classic example is to give a rep a large bottle and a whole pile of pennies. Tell him/her that every time someone give you a rejection you throw one penny in the bottle. By the time the bottle is full you’re probably a lot richer than today
This will give your reps a feeling of accomplishment and progress every time they hear a no. And that’s a good thing.
What is Mood Swings?
Mood swings are excessive or sudden changes in your state of mind. Your mood can suddenly change from elation and euphoria to extreme sadness or dread, then to another emotion. Sometimes, mood swings are reactions to your surroundings or situation, although the intensity of the mood may seem out of proportion to the significance of the event. In other cases, mood swings may occur for no apparent reason.
It is believed that moods result from an interplay of chemicals in the brain, the cause of mood swings is not known, but they may be related to imbalances of these chemicals.
Academic, professional, financial, legal, and relationship problems can result from mood swings.
Mood swings can be symptoms of serious and even life-threatening conditions. Seek immediate medical attention for the crisis; serious injury; or threatening, irrational or suicidal behavior.
If your mood swings persist, get worse, worry you, or lead to academic, professional, or relationship problems, seek medical attention promptly.
How do laidoff fmcg people handle a sales rejection?
Rejection is something salespeople need to be comfortable with, it’s just part of the sales game. It’s normal to receive hard no’s daily, but don’t throw in the towel – if you get 9 no’s and one yes you’re still winning the game!
A “no” is a lot of the times an entry point to a conversation – a lot of people say no just to shut you up but then once you start talking to them and understanding better their needs the no might turn into a yes.
If a prospect tells you no, followed by the reason why he has no interest in your product or service that is the best rejection scenario because you can learn from it. He can be using a competitor that suits his needs better, so you need to take a step back and see if it makes sense to add that specific feature to your product. He can also tell you no, because he is not the decision maker, and in this case you might need to refine your lead generation process.
If a prospect tells you no, simply because he thinks your offer is not worth the money you’re asking, change your sales pitch. Maybe you’re not highlighting the features that he would benefit from, try to tell him where you could help and how, and he might turn into a new customer.
If a prospect tells you he’s not a good fit for your product, explains you why and you agree, if you know a product that suits them better you can point them in that direction. Being kind and helpful to others might bring you unexpected good outcomes – you never know if that prospect knows someone that could be using your product and can refer them you.
Keep in mind that even if it did not worked out for some people, it will for others! You can’t please everyone, so head up and try again.
Common Causes of Mood Swings
Internal changes that take place throughout our lives influence our mood, but it’s not just what’s happening inside that determines how we feel; we also respond to what’s happening around us. External changes to our lives and in our environments, such as increased stress at home, school, or work, also can influence our emotions.
Smoking Drugs Drinking Illness and Injury
Even though the term “mood swings” implies an emotional root, the shifts also can be associated with chronic diseases or acute injuries that affect the brain, such as dementia, concussion, or a stroke.Other medical conditions, particularly neurological conditions, also can cause mood swings
Depression
Mood swings are also common with depression, especially if it is untreated. A person’s mood may fluctuate from irritability to extreme sadness to an angry outburst.14 People who are depressed also may have other symptoms, such as:
Feeling sad, hopeless, and worthless
Failing to enjoy favorite activities
Having trouble sleeping or sleeping too much
Eating more than usual or not eating enough
Feeling exhausted, tired, and fatigued
Having difficulty concentrating and/or making decisions
Experiencing thoughts of death or suicide
What’s the best way to deal with rejection when working in sales?
This one is simple: Do it a lot.
Get rejected.
Then get rejected some more.
After you hear “no” enough times it literally will not bother you anymore. The best part is: you will hear enough “yes” among all those nos to get you by.
You do not have to be a great salesperson to be successful at sales. You just have to be willing to put in the work.
Understand the science behind your sales process. No fmcg sales person gets 100% sales. Normally it will look something like this:
100 calls or contacts.
20 turn into conversations.
5 become people you could sell to.
1 you sell to.
You want to be rejected. In fact you want rejection as quickly as possible. In the example above you chased 100 people, 20 you spoke to, 15 rejected you quickly. 5 you spent time on but 4 still rejected you. Essentially you had to get 19 rejections to get 1 sale.
Once you understand your stats as per the above then you understand that rejection is what you want. The people who don’t get the sales don’t get rejected enough e.g. if you only contact 50 people then you will only be rejected 10 times and you may not even get one sale. You’ll probably get fired.
Sales is a contact sport. Get contacts, get rejected, get sales. That’s how it works.
Note: You can obviously get better at sales technique and those 5 good opportunities may turn into 2 or 3 sales. The point is though to understand your own stats.
The mood swings for fmcg salespeople with bipolar disorder may contain some or all of the symptoms of a depressive or manic/hypomanic episode. A Sales Person experiencing an episode of mania may:
Talk a lot or very fast
Have excess energy
Engage in risky behavior
Appear “on edge” or irritable
Feel like sleeping less than they normally do and don’t feel tired
Be more active or goal-oriented than usual (e.g., taking on new projects, working more or harder, and starting new hobbies)
During a period of depression, a person with bipolar disorder may:
Feel worthless or hopeless
Stop feeling like doing things they used to enjoy
Seem sad, cry often, or be tearful
Have no energy, feel exhausted, or are “wiped out”
Feel like they can’t focus or concentrate or thoughts/tasks
Sleep more than usual or be unable to fall/stay asleep
Eat more or less than they usually do (weight loss or gain)
Have thoughts of dying or death; planning/attempting suicide
What are some tips to use to conquer my fear of rejection in sales?
5 PRO TIPS AND A BONUS
Count the “no’s” and make them count. See if you can get 50 in a row. Make it your secret game. If nothing else, at least you’re not fearing them that much, since you’re still going for it.
It’s a learning experience. Analyse every conversation. But don’t over analyse. Look for points where you can improve your offer, and everything else that you think counts. In fact, take another sales course.
Welcome the “no”. Make it the start of the next phase. “I fully respect your ‘no’. Since I want to get better at my job, I would greatly appreciate it if you could explain to me what made you say ‘no’.
If you have a solid ‘yes’, ask if there was a moment the customer had thought ‘no’ and what happened to turn it into a ‘yes’. You may learn what are your strongest points and use that again later.
Don’t believe everything the customer says. They can be ashamed about the reasons behind their ‘no’. Example: you show a fine house for sale to a couple, things go well. Next day you get a ‘no’. Why? They have quarrelled and split up. But the person calling you says something like: “We’re thinking about moving to another town.” Or anything to save face.
Sales Mantra, It’s not about you. Don’t take it personal.
What are the most common rejections you can face during a sales process and how would you answer to them?
The Most Common Rejections in Sales and How to Prevent Them
Sales is riddled with unknowns and often it is these bumps in the road that derail the sale. You can do everything right and still hear some form of no. If this happens to you these tips will be useful in helping navigate your sales.
Getting Ahead of Objections
What if you planned on getting objections? Wouldn’t it be better to get them out of the way as soon as possible? Thus leaving you time to work with others who will actually buy. I call this smart selling, and really successful salespeople sell this way.
Look at what could go wrong. The most common objections are price, time , decision makers, status quo, and money. So let’s look at these objections and develop a sales process for uncovering them at the beginning of the sale.
Price
Price is usually the objection that gets the most attention. The ironic part is sales are rarely ever just about the price. There is something called the price/value equalizer. If the value is equal to the price, then the price is no longer an objection. This has been true in every selling situation I have encountered. Can your price be too high? Absolutely it can, but if the value and the price are equal, it will not be too high for the buyer. This is why defining unique value is critical in sales.
If you want to get ahead of this objection ask the budget question in the beginning. If you are not the lowest priced option, say it in the beginning , then be ready to describe in detail why you are more expensive and why this is important to the buyer.
An example; We are not the cheapest option, I want to let you know that right away. This is why, we have developed a product that last twice as long as any other. This means you will not have to replace it is as often. We have calculated the savings and in the long run, you will actually be saving x dollars in replacement costs, labor, and downtime. In essence this actually makes our solution more competitively priced than others. Justify the reason and the results of this benefit to show the value.
Time
What is the buyers timeline? Have you ever gotten into the sales process, only to find they will not be ready until next year? If you ask the timing question early you will uncover the urgency of the matter.
There are many ways to ask this question, when I was in sales, I asked when they planned on making the decision to change, and how quickly they needed to implement. I then explained why I was asking; we actually had many new customers and I wanted to ensure they were set up and I met their needs in a timely manner. This will also keep you out of hot water with your operations. I have seen customers have unrealistic expectations on set up and delivery and sellers promise only to have operations scratch their head and ask’ “are you crazy?”
Decision Makers
This is another tricky hole in the road of sales. You have been presenting to the wrong person.Often in sales, you will be delegated down in a business. If you are calling on the person you think is the decision maker, think again. If your offering requires any significant investment there will be a buying committee. The comittee will need to come to consensus before you will move forward. Ask early in the sale who else may be impacted by the change. Also when you are prospecting look at a network effect, Who do you need to connect with beside the decision maker. Look at one up/one down in the organizational hierarchy.
Status Quo
The biggest reason deals fall apart is the status quo. When you have a buying committee to go through things can get sticky. People are busy, while you person may really need what you have , the others may not really care. They are not invested so why bother to attend this meeting? If this happens you need a champion to help you cross the finish line. Time kills all deals. Remind the person who is most impacted by the problem why you came together in the first place.
Build a case with the ROI for the organization and the costs of doing nothing. Revisit the problem, the costs of doing nothing and what the end result will look like for them. Focus on the problem, then the solution during the presentation phase of the sale. Don’t ask to close the sale. Let them have a deep realization of the problem and they will ask you when they can start.
Money
This is the budget question. Many sales people are afraid to ask this question. Would you go to the grocery store, fill your cart up with groceries and then stand in line and guess on whether you have enough money to pay for it? I think not, so aren’t you doing the same thing when you develop a solution with a budget? Justify the “why” behind the asl for the budget. This is part of smart selling and being a professional. You don’t need to ask where the money will come from, organizations often appropriate funds for special needs.
You do need to know how to provide an adequate solution for their needs, and money is one of the crucial elements to do this n sales.
Follow these tips to increase your sales and get ahead of the objections that most commonly occur in sales.
Common Causes of Mood Swings:
Often, lifestyle factors play a role in causing mood swings. People can have sudden changes in a mood if they are:
Experience a significant life change, such as moving or changing jobs
Feeling stressed or overwhelmed
Not getting enough sleep
Do not eat healthily
Taking medications that affect mood or sleep
Regular and severe mood swings, however, can indicate an underlying condition. Some conditions that cause mood swings can affect both men and women, while some only affect women.
It is possible to stabilize your mood and improve your health to avoid future changes in mood and emotions. The following treatments for mood changes focus on lifestyle or alternative treatments that you can try at home. Other treatments, including prescription drugs, are sometimes used.
Do most laidoff fmcg salespeople give up too soon?
Weak salespeople fear the rejection of the word “No.” To them it is the sign that they are worthless of being persuasive. Yet, all these people can convince their parents on what to buy for them, and can refer to a friend the best new product with explosive enthusiasm that will drive people to get their own too.
They can do it when it is casual, but earning commissions from sales means something different to them. It becomes official so now they fear bringing the conversation to a decision point, by saying, “Do you want me to order yours?” The fear closing the sale, even when they did an excellent rapport building, persuasive presentation, solid question and answer session, and the price was quoted successfully. Nope, they fear that awkward moment when 66% won’t say yes, yet.
This guarantees days or weeks before figuring the numbers which goes like this: 33% will always say no “No” no matter which salesman says what? 33% will always say yes, no matter how bad the salesman is. Finally the middle 33% is slow to decide until his or her attraction for the product can be elevated over their personal hesitations. That can be achieved by finding out the reasons and building value in a more important area to nudge the scales of judgment into what they really like.
Understanding these average thirds, helps a fledgling salespeople realize two important facts: 1) you can’t sell everyone, and 2) you can sell two thirds of everyone which is higher than most salespeople ever do consistently.
Want to be the Fmcg sales star?
Just focus on those people that listen, consider, and ask questions about what you sell. People don’t engage in sales presentations unless there is interest in owning that product. Then it is just saying statements that heighten value, and asking questions of the customer what is needed to get them ready and willing to let their reluctance go?
Rookies can get over this by just understanding the averages and focusing upon the 66% as quickly as you can. Sell more than 66% and you are probably selling something illegal or indecent. But, if you sell anything around 50% of the time, you have slowed the pace down and explored what the customer fears, or makes them hesitate and bring those findings out loud and into reality to be considered honestly.
How can I get over my fear of rejection? I am in fmcg sales and I get nervous when talking to clients. Sometimes I almost feel bad asking for a sale.
Why do you feel nervous? fear of rejection? Why do you feel bad about asking for the sale? I can’t analyze your problem without knowing the answers to these questions. However, i can help. Most people fear rejection because they are relatively new in sales or they don’t have a thorough knowledge of the trade and or proper sales skills. If you aren’t knowledgeable in these two areas, i strongly suggest you do so. You will have more confidence, hence more sales. Another reason you may fear rejection is because you don’t realize the job of a salesperson. Your main job is to help your prospects with their problem. If they don’t have a problem, they are not a prospect-don’t waste your time. Also, never feel bad about asking for a sale. Stand out from the crowd by offering a better product, a faster service, excellent customer service, etc.
As a fmcg salesperson, how do you encourage customers to open up to you and trust you?
Listen. Always listen before you talk because your customer/ client will let you know if they are in need of you product/ service but you will only pick up the hints if you listen to them.
Don’t force them. DO NOT force them to buy something they don’t need at the moment that person may say no today but could want your product/ service in the future. And if you come off pushy and forceful you just lost a potential future client.
Provide value. No matter if your selling the best car wax ever known to man kind or the next best software service to the business down the street. Give your customers/ Client value either it be from posting valuable content on your social media or giving them a live demo to try out. Taking the time to provide value creates a feeling of security for the customer/ clients your trying to sell too.
Hopefully this helps there are tons of other things you could do but this should be a good place to start!
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